Sales territory design

Selection of Sales Territory — Procedure, Rationale, Factors One of the quite widely utilized ways of setting up a territory is to base it on some geographical basis. Accordingly, one can have a territory confined to a village, town, city, region, or state. Rationale of designing a sales territory The rationale for designing a territory on a geographical basis is that by clubbing together customers located in one or more particular places, the company will be able to serve them most economically and conveniently.

Sales territory design

Sales Territory Design Experience shows that many companies do not have balanced sales territories - some territories have too much work or opportunity and others have too little work or opportunity.

Representatives in the first case need only to focus on the best accounts to easily make quota, while representatives in the second case are underutilized, may struggle to make quota, and often feel under-appreciated.

For these companies, this imbalance results in lower market share, slower growth, and higher costs due to employee turnover. The TerrAlign Group, through its sales territory design software and consulting services, transforms sales forces by balancing sales, potential, or work among every territory.

This territory optimization technology delivers a balanced sales force with more manageable territories, more motivated representatives, and higher sales performance.

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And because TerrAlign incorporates a digital road network in its territory analysis, it also improves sales territory location and limits overall driving time.

Better customer coverage through balanced sales territories. When your salespeople have manageable territories, they do a better job of calling on customers regularly, which improves account revenues and customer retention.

The key to creating manageable territories is designing balanced territories. Balanced sales territories contain roughly equal amounts of work or opportunity.

TerrAlign helps you represent work through call planning, actual sales, market potential, or anything else you can measure.

TerrAlign can work with you to develop appropriate measures for your company.

Sales territory design

TerrAlign takes the guess work out of designing balanced territories by automatically recommending balanced territories in minutes instead of the weeks or months it would take you to balance your territories using other methods.

More selling time through reduced travel time. Your salespeople work hard calling on customers, traveling from one site to another.

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When your salespeople can spend less time traveling between customers, they can spend more time with each customer, resulting in more sales calls and more sales. TerrAlign will help you design territories with maximum selling time by using proven optimization models.

Mathematical techniques, developed and enhanced over the past two decades, provide quantifiable results. TerrAlign combines geographic information with data about the locations of your customers.

It measures the ease with which salespeople can travel within their territory and automatically recommends territory changes that increase selling time. TerrAlign gives you the ability to make better decisions by knowing instead of guessing. Lower sales force turnover through better morale.

Balanced territories with maximum selling time not only increase sales and productivity, they allow you to evaluate the efforts of your salespeople more easily. TerrAlign-based territories improve morale and decrease turnover by providing a fair and objective means of setting performance measures, quotas, and compensation.

Balanced territories, objectively measured, provide a level playing field for evaluation and reward.

When you design territories based on available sales and market potential data, your salespeople more easily accept changes. Since TerrAlign increases acceptance of change, realignments take less time and you can encourage more involvement from sales managers and salespeople.- As a sales person starting a new job, there's a certain amount of excitement when you get assigned your new sales territory.

There are fresh opportunities to sell, potentially a new or larger.

Sales territory design

Rauckman High Voltage Sales is a manufacturer's representative serving the electric utility market.. Headquartered in the St.

Louis suburb of Belleville, Illinois, Rauckman High Voltage Sales covers all electric utilities, distributors and consultants in Missouri, Kansas and Southern Illinois. Territory Management: support to optimize sales force resource, structure, deployment & territory design in line with market potential Target Allocation: develop and provide target allocation tool to FF at all levels under guidance of Trade Director and Trade SFE Manager;.

Territory Management Decision Guide Sales Structure • Grouping can also reduce the burden placed on your organization’s administrator. If your organization has groups of users sharing. A smaller header Add Some Corporate Header Here.

Lorem ipsum dolor sit amet, consectetuer adipiscing elit, sed diam nonummy nibh euismod tincidunt . Products Sales territory design software. TerrAlign applications enable organizations to optimize the deployment of sales representatives and manage the resulting territories through all stages of an alignment's life cycle.

Factors Determining the Sales-Territory